Documente Academic
Documente Profesional
Documente Cultură
Markets
& Business Buying
Behavior
Marketing thinking is shifting from trying to
maximize company profit from each
transaction to maximizing the mutual profit
from each relationship
In this session we look at business,
institutional and government markets.
We will examine six questions
Influence
Personal bias, knowledge , age ,etc
Seniority & type of experience and education
Targeting
Four types of target segments can be identified
Price oriented customers ( Transactional Selling )
Solution oriented Customers ( Consultative approach )
Gold standard Customers ( Quality Conscious )
Strategic value customers ( Enterprise selling long lasting relationship)